Perhaps no other question is more important to answer when it comes to closing must-win deals. And yet, too often I find (especially with organizations that have an anemic sales funnel), this is the one question account teams really don’t want to ask. Does that make sense? The best salespeople are quick to qualify out, because if they can’t win, they want to spend their precious time on more productive pursuits—that can lead to a deal!—rather than spending it on “activities” that will ultimately prove fruitless.

In the previous blog, we continued our discussion of the critical questions sales management should ask when it comes to closing must-win deals and explored “Are we aiming at the right target?”. In this blog, we’ll explore how to assess if we can win the deal as well as several other key insights that come from this question.

Today, we will continue our discussion about the handful of must-win deals that are the key to hitting our number for any given quarter as well as any given fiscal year. What critical questions deserve our attention if we are to have a high probability of landing these must-win deals? In the previous blog we addressed Is the Opportunity Real. In this blog we’ll explore the question of ‘Are we aiming at the right target?’—meaning are we aiming at the right deal?